Negotiation-Excellence Skills: Hands-on Workshop
Applying Harvard University Global System™ Tools
Blending the Science and Practice of Formal and Informal Negotiations
for Executives, Team Leaders, Lawyers, Corporate Buyers and Sellers and Other Professionals
Mastering the skills to excel in formal and informal negotiations is vital to success in most professions. In this
workshop, you will acquire the practical competencies, best practices and proven Harvard® tools to forge
durable agreements, build trust and allies for repeat business. These competencies and tools are invaluable to
lead and manage resistance to change, buy or sell equipment or property, prevent or settle disputes and conflicts,
seek a raise or a promotion, retain talent, finance projects, excel across cultural settings, license a trademark
or a patent, chart a clear responsibility or opt for a gracefully exit, if appropriate.
The workshop focuses on proven ways to understand each negotiating party, prepare, enlarge the pie and create and
extract a superior value to what can be gained by compromise, coercion, arbitration, court and other means of dispute
resolution. You will be skilled to juggle with last-minute demands, pricing intricacies, concessions and other
conditions used by shrewd negotiators. You will refine your ability to close better deals and build lasting relationships
and a reputation for being competent, dependable, caring and ethical both within and outside your organization.
Through interactive case studies and role-playing scenarios, you will practice negotiations of increasing complexity
to build partnerships; craft offers and counter-offers; turn objections into opportunities, manage deadlocks and biases;
disarm your opponents ethically; and make it difficult for them to withdraw from a reasonable deal.
Who Should Attend?
Executives, team leaders, buyers, sellers, lawyers, senior assistants and other professionals who must secure commitment
and results without the formal authority to enforce decisions. Participants come from business, trade associations,
foundations and governments.
Workshop Outline (2.5 days - 2 CEU)
1. Pathways to Ethical Negotiation Excellence
2. Prepare: Discern Issues from Stakeholders
- Positional versus interest-based negotiation
- Roger Fisher’s workout exercise and lessons
- Harvard® proven toolkit for strategic negotiations and daily referral
- Leaving "money on the table": Early warnings
- How to plan closure setting the critical milestones for a high commitment
3. The Negotiator's Mandate: Team Practice
- Three proven tools to understand and validate stakeholders' interests
- Proven tips to uncover dishonest claims
- New insights into issue-incubation pathways
4. Breakthroughs on Options for Mutual Gains
- Interest-based deals: Tool to validate each party’s goals, assumptions and risks
- Harvard® Negotiation Mandates: Teamwork to craft one for each party
- Role-conflict prevention: Harvard® Responsibility Chart
5. Skills for a Sustainable Commitment
- Critical factors to invent mutual-gain options
- How to pivot from problems to opportunities
- Innovative and proven toolkit to navigate from issues, stakeholders and interests to options,
strategy, deliverables and benchmarks
- Harvard® Creativity Template: 3 Real-life cases that left NO money on the table
- Innovation role-playing: Brainstorming and validating creative options
- Video learning: How to legitimize your arguments with verifiable benchmarks
- How context, timing and communications affect commitment
- Building your power of influence in context: Options from soft and synergistic to defensive power
- How to hitch hike on the power of others
- Negotiating without the benefit of authority
- Intermediaries: When and how they help
- How to control your emotions and deal with dysfunctional, harsh and obtrusive negotiators
6. Maximizing Opportunity while Mitigating Risks: The Best Alternative to a Negotiated Agreement (BATNA)
7. Terms & Conditions: Negotiation-Dance Tips
- Risk-identification, tolerance and mitigation tools
- BATNA exercise; secret Walk-Away Price (SWAP) and contingency reserve for residual risks and worst deals (WATNA)
8. Closure: From Forging a Sustainable Deal to Opting for a Graceful Exit
- Howard Raiffa tips on reservation prices and zone of possible agreement (ZOPA)
- Negotiating a service or a property: Martin’s QQTLE benchmarks
- Exercises in pricing, bidding, auctioning, concessions, counter-offers, and advanced pricing tips to avoid a race to the bottom
- Tackling last-minute demands: Ranging from splitting the difference to deal-breaker threats
- Framing, escalation, soft money and other tactics
- Selling and buying terms and conditions: From simple one-shot deals to complex repetitive transactions with powerful suppliers, clients and governments
9. Synthesis & Conclusion
- Steps to build trust and avoid inadequate closure: Foundation for a sutainable relationship
- Role-playing multiple parties and issues with Harborco case study
- Tips to break an impasse and prevent deadlocks
- Dealing with emotions, gambits, ploys and hostile attacks
- Deciding if and when to walk away
- Issue of fleeting coalitions and illusion of validity
- Phone, e-mail and virtual negotiations
- Going beyond closure to address execution (the Achilles' heel of most deals) with Harvard® planning and tracking instruments
- Timeless lessons from Fisher, Mnookin, Susskind, Ury, Lemperreur and Yann Martin
- Personal 90-day action plan to practice the negotiation skills and nuggets worth sharing with your peers and allies
Faculty Leader & Chair, Innovation & Foresight Panels: Alain Paul MARTIN
Alain Paul Martin's meta-innovation mission is twofold: advancing innovation quality
to maximize user value and SDG/ESG impact; and democratizing the worldwide access, for all, to
the best innovation education, practical instruments (framewors, roadmaps, algorithms)
and strategic ecosystems. Alain leads the creation and scaling of groundbreaking products and organizations
(banking, advanced technology, energy, mining, education, government);
and chairs innovation and foresight panels.
Alain currently teaches courses and workshops in exemplary leadership and innovation ecosystems (contextual,
strategic and deep/extended), idea generation and cross-pollination, structured creativity, leadership and management
of change for scientists, engineers, policy makers, team leaders and graduate students,
in English, French and via simultaneous translation in other languages.
In this program, Alain will demonstrate game-changing cases, including the invention of a multinationally patented and
Harvard-University's branded product, and several innovations where he was a lead strategist, in transforming
lagging businesses (banking & finance, large-scale manufacturing) and government agencies into long-lasting
leaders in their respective sectors and the best performers by SDG/ESG impact (thousands of lives saved, over
25 millions metric-ton reduction in carbon dioxde footprint per annum) and financial metrics (in $billions).
The case studies include a highly-profitable groundbreaking innovation with a lasting worldwide carbon-footprint
reduction impact — the first award-winning business innovation earning the prestigious United Nations'
Environment Programme (UNEP).
Alain taught graduate courses in management of change; and delivered leadership workshops (Bertelsmann, Cap-Gemini,
EON, Framingham State University, France Loisirs, GE (Canada, France, U.S.), Harvard and the Ivy-League's
Leadership Summit, Japan's METI and Engineering Advancement Association (ENNA), MD Robotics, Morocco's
OCP Group and Mohammed VI Polytechnic University, Ontario's OPG Nuclear Power, operations-research societies,
the Project Management Institute (PMI), Teck Resources, Textron's Bell Helicopter, United Nations'
University (Tokyo) and governments (Brazil, Canada, China, EU, Japan, Mexico, U.S.).
Concurrently, Alain is the CEO of PDI (
www.eharvard.org/pdi), a catalyst
in principled leadership and innovation, and Chief Architect, Harvard University
Global System™ (for which PDI is Harvard University's licensee), comprising
cutting-edge innovation and performance-improvement instruments. He led the discovery,
design and scaling of this system, first used by Skanska (Sweden; U.K., Germany, Finland and
Saudi Arabia) to manage $1M to multi-billion dollar projects.
Alain is a 2012 Harvard Fellow, Advanced Leadership, a Harvard Business School's entrepreneurship
alumnus (OPM 1997-99) and a 6-year president (10-year director) of two Harvard clubs. He is recognized
by Harvard University's president for his "Leadership, Vision and Service" and PMI for
"outstanding contribution to the state-of-the-art of project management". He is a patent
recipient (U.S., Canada and Japan) for the Harvard University Planner and is also an
aerospace-award's recipient for a manufacturing innovation at Bombardier (Canadair), now Airbus.
Alain graduated in Commerce (Quantitative Methods) from Concordia University (Montréal) and
studied advanced technology in Lille (France) with internships at Peugeot, ARD National
TV Network (Berlin), the University of Ottawa (Particle Physics) and Carleton University
(Hydrodynamics Lab). He acquired skills in system thinking and change management
(MIT Sloan School, Gestalt Institute of Cleveland), and mediation and advanced negotiation
for lawyers, at Harvard Law School from which he is certified to teach negotiation in corporations.
Lifetime learning is part of his mission (see
C.V. page 4 on Education and Continuous Learning)
His current research centers on contributing to innovation science (concepts, principles,
frameworks and tools) to maximize both user value and SDG/ESG impact. He focuses on harnessing
the opportunities of the strategic, contextual and deep ecosystems and improving
value-incubation, idea-generation and cross-pollination practices, upstream in
the innovation funnel to imagine, design and deliver economically viable, ecologically
sustainable and socially beneficial user-centered innovations (products, services, policies and
organizations). Alain builds on the current knowledge of cognitive neuroscience
to raise innovation foresight and capability; reduce cognitive-fixation
bias; practice mindfulness and understand stakeholders' dynamics. These developments are
making inroads into creativity practices (idea generation, cross-pollination and structured design)
and sustainable value delivery. They are seamless but ubiquitous, across the entire tech and
non-tech spectra of groundbreaking economic and social innovations, from life sciences,
robotics and infrastructure to safety, education, social justice and policy development.
Democratizing leadership, by empowering high-school educated users with cutting-edge innovation and decision-making
tools, is a worldwide priority. Alain's contribution is to make Harvard® innovation and
project-management tools (incl. Harvard® Innovation Funnel, ecosystems and roadmaps),
accessible to this constituency. Moreover, inspired by the groundbreaking inventions of Louis Braille
(Braille Code), Joseph D. Becker (Unicode) and music notations, he developped a simplified
coding structure for international project teams to share project plans and progress reports,
across language boundaries. The approach was applied successfully in multi-billion dollar projects.
Alain's upcoming book "Deep Dive into Value Incubation and the Stakeholders' Interests
and Ecosystems" is the second in five-volume eBook series titled "The Art & Science
of Innovation". It builds on the intelligence and novelty lessons learned from opportunity and
failure seeds, frequently unseen or overlooked, during the issue-incubation
cycle, including the underlying stakeholders' dynamics and broader implications in business,
government and geopolitics. The book features practical instruments and a framework to probe
each party's interests (expectations, unsatisfied needs and fears); detect early signs
of opportunities and threats before appearing on the scientists' and executives' radars;
build the critical mass for change, in order to harness the full strategic value of an innovation.
When these tasks are aptly accomplished, the value of idea generation, structured creativity and
design do improve by a quantum leap. No important project or policy can be planned without a deep
dive into stakeholders' dynamics and value incubation.
For more on Alain's innovative work in finance & banking, energy & mining, education, the public service and civil
society, please refer to : 4-page C.V. in PDF format
and detailed C.V.
Practical Course Materials of Lasting Value
A total attention to quality is featured in the versatile course materials from the success stories, the pre-readings,
the practical exercises and case studies to the most practical toolkit and attractive and durable Harvard road maps.
The following is a list of the course materials and practical instruments that are invaluable in accelerating the
learning process and the acquisition of lasting negotiation skills.
- The pre-readings from Alain Martin’s papers on negotiation excellence, stakeholder’s
analysis and key players’ dynamics, strategy formulation, brainstorming and creativity, authority and
soft power, the fundamental drivers of excellent decisions, goal validity and responsibility charting.
- The main workbook covers the agenda and provides supplementary references
- Alain Paul Martin's highly-praised book titled "Harnessing the Power of Intelligence", which
includes several tools to analyze the stakeholders and identify negotiation opportunities and risk early
through the risk-incubation paradigm
- Exercises, teamwork and case studies on validating the negotiation goals, its scope and timeline;
defining the negotiator's strategy and mandate (including BATNAs) and cross-examining other parties' plans;
creating options for mutual gains and mitigating risks; charting responsibility and accountability; crafting the
terms & references; practicing both two-party and multi-party negotiations (framing offers, counter offers
and concessions; preventing deadlocks; dealing with resistance, vetos, interruptions, objections, open hostility
and passive-aggressive behaviors; preparing a framework of agreement; structuring contingency offers and closure).
- Harvard University Global System™ work-improvement instruments including four Harvard®
road maps (retailed at $39 each but included in the course tuition fees):
- Harvard® Complete Framework: Vision, Strategy, Policy and Project Management featuring
both ongoing and sequential tasks that no negotiator can ignore
- Harvard® Negotiation Mandate: A template to prepare negotiations scope, the value chain,
the plan B (BATNA), the critical success factors (performance indicators) and the evaluation plan
- Harvard® Principled-Negotiation Road Map for planning and running effective negotiations
- Harvard® Creativity and Brainstorming Grid to develop options for mutual gains
- Continuous Risk-Management Road Map and accompanying guide titled "Neglected Risks: Identification
and Management Primer Applying Harvard University Global System™ Tools"
- Harvard® Responsibility/Accountability Chart to clarify each party's role and obligations and
prevent role conflicts
- Harvard® Time-Management Road Map to focus everyone's precious time on what matters the most
- Harvard® Time Log to assess the incubation and root-causes and address a range of negotiation
effectiveness and productivity issues during deal-implemention from vetos to early warning signals for delays.
Tuition Fees (Public Workshops)
Fees include books, hand-outs, road maps and other course materials of exceptional value (see above), and a daily
continental breakfast plus hot and soft drinks during the morning and afternoon pauses, but exclude hotel
accommodation (if required).
- 2.5 days: Regular fees: $1395; Government: $1345; Group fees for 3 or more participants: $1295 per person.
- 4.5-day Option: Regular fees: $2495; Government: $2445; Group of 3 or more participants: $2395 per person.
This option includes the workshop titled "Hands-On Project-Management Skills and Best Practices".
Registration and Cancellation Procedures
To register, please contact us either by:
- email at firstname.lastname@example.org.
Specify your name, position, organization, phone number(s)
and the webinar you wish to attend.
- call us toll free in the USA and Canada: 1-800-HARVARD;
international: +1 819-772-7777.
Please pay in advance by credit card.
as a group must send substitutes in lieu of canceling.
For other clients, cancellations are accepted if made at least 10 working days
prior to the course, and are subject to a $150 service charge per person. Full
fees are payable by anyone who fails to attend or cancels less than 10 working
days prior to the session. One substitution or transfer to a later course of
the same duration is accepted.
Workshop Locations and Hotel Accomodation
Bring This Webinar to Your Organization
We deliver private versions of this webinar worldwide to business and governments, NGOs and bar
associations and other societies. We would be delighted to work together with your team anywhere. Ask us
for a proposal based on the number of participants, the seminar duration and a selection of cutting-edge
course materials and case studies most applicable to your environment.
Our fees are reasonable. Sales and value-added taxes (HST and PST or VAT) are extra.
The client is responsible for the conference room and audio-visual materials.